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Mer Driving Sales Effectiveness 170112

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Latest description of Accredit\'s approach to driving sales effectiveness in organisations

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Mer Driving Sales Effectiveness 170112

  1. 1. Introduction to E2M Sales Programme MER The route to an effective sales organisation
  2. 2. MER – Driving Sales Effectiveness Successful organisations manage costs and drive revenues <ul><li>Sales people have to be more effective, selling more with the same resources </li></ul><ul><li>Recognise that the customer makes the decision to buy – sales person facilitates the buying process </li></ul><ul><li>Appropriate propositions to sell – support the strategy </li></ul>
  3. 3. MER – Driving Sales Effectiveness Selling is a conversation between 2 people (organisations) <ul><li>Uncover issues that people are prepared to invest money in to solve </li></ul><ul><li>Confirm that you have a potential solution </li></ul><ul><li>Convince the customer that your solution is best </li></ul><ul><li>Agree what needs to happen for them to buy </li></ul>
  4. 4. MER – Driving Sales Effectiveness Customers pay to have someone solve their problem <ul><li>Clients do not care about your sales methodology. They care about their issues being addressed </li></ul><ul><li>Sales methodologies should not complicate selling. They help manage the sales process </li></ul><ul><li>Effective sales people require </li></ul><ul><ul><li>Managers who coach </li></ul></ul><ul><ul><li>Processes that work and </li></ul></ul><ul><ul><li>Messages that add value </li></ul></ul>
  5. 5. MER – Driving Sales Effectiveness Message Environment Resources Focus on the needs of the customer, not of the features of the solution Make it easy for the customer to buy Encourage sales people to think of the customer not their products Sales people who ask questions and listen to answers Managers who coach their people Teams who focus on customer need not manage their managers
  6. 6. MER – Driving Sales Effectiveness Message Environment Resources Create messages that are customer centric and focused on understanding customer need by asking questions and really listening Accredit works with Marketing to
  7. 7. MER – Driving Sales Effectiveness Message Environment Resources Identify and remove any barriers which reduce the effectiveness of the sales organisation Accredit works with Senior Management to
  8. 8. MER – Driving Sales Effectiveness Message Environment Resources <ul><li>Train sales people to have regular and effective conversations with their customers </li></ul><ul><li>Support managers to regularly coach their teams </li></ul><ul><li>Objectively assess sales people and managers in execution of their role </li></ul>Accredit works to
  9. 9. MER – Driving Sales Effectiveness Message Environment Resources Effective Sales

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